How to Stop Thinking Like a Broke Freelancer

Freelancing is booming—but mindset-wise, many freelancers are still struggling with finances. In 2024, an Upwork survey found U.S. freelancers contributed $1.27 trillion to the economy, and the average full-time freelancer earned over $99,000 a year. The opportunity is massive. The money is there. Yet many skilled writers still undercharge, overwork themselves, and undervalue their services. If you’re in that boat (I have been, too), you might be trapped thinking like a broke freelancer.

The problem isn’t the market. It’s the mindset.

You didn’t leave your 9–5 to chase down late payments and underbid on projects. You wanted more freedom. More income. More agency. But somewhere between onboarding your fifth “dream client” (that turned into a nightmare) and negotiating a $0.05/word blog post (again), you may have started wondering:

Is this really it?

Here’s the truth: If you don’t train your brain to think like a business owner, it defaults to survival mode. And survival mode quietly bleeds your business dry.

Freelancing Survival Mode vs. Strategy Mode

When you’re operating in survival mode, you’re chasing just enough:

• Enough clients to keep the lights on
• Enough work to avoid a slow month
• Enough reassurance that you haven’t made a huge mistake going freelance

But “enough” isn’t always sustainable or thriving. It’s barely scraping by. That energy leaks into everything—your pricing, your availability, even the kinds of clients you accept.

It makes you say yes to red-flag projects because you’re afraid to walk away. You undercharge because you’re scared the client will ghost you. And you stay “always on” because you think being available equals being valuable. (No, no, and nope.)

Strategic freelancers don’t scramble—they steer.

How can you get there? You build your offers. Control your pricing. Pitch intentionally and detach from every “yes” or “no.”

Strategic freelancers aren’t fearless. We’re all afraid sometimes. They just refuse to build a business from fear. They build it from strength and confidence instead. You can do this, too, even if you’re new to freelancing.

Signs You’re Stuck in Scarcity Thinking

Let’s call this out in the real world. Here are some signs you may be stuck in scarcity thinking:

• You freak out when a bad client leaves because now there’s “less” (instead of saying good riddance, buhbye!)
• You keep saying, “I’m not ready to raise my rates”—even though you are
• You hoard low-paying gigs like acorns before winter
• You won’t invest in tools or support because “What if it doesn’t work out?”

If any of that hits home, hit pause. Don’t spiral. Just notice how you’re feeling. Awareness is the first lever of change. And here’s a spoiler: every freelancer goes through this stage.

It’s OK, and you can pivot.

How to Shift Out of Broke Freelancer Thinking

Here’s what to do when your brain starts acting like a broke freelancer:

1. Track Your Pipeline, Not Just Your Income

Survival freelancers obsess over what came in this month. Strategic ones track what’s coming next.

Start logging how many pitches you send, what converts, and where your leads originate. Tools like Notion or Trello can keep this lean and visual. When your pipeline is visible, you can stop panic-pitching. You can see at a glance how many people you’ve contacted, and you can pick up the pace of your pitches or outreach if you need to.

It also builds in some accountability, so you know exactly how much effort you’re putting into landing new gigs. Not seeing enough work? Take a look at your pipeline. Do you need to reach out more? Find more potential leads? It’s no longer a mystery.

2. Set a Minimum Viable Rate (and Mean It)

What’s the lowest rate you can accept without resentment creeping in? That number becomes your floor. It’s not a suggestion. Not a “sometimes.” It’s your baseline. If a client can’t meet it, then they’re not your client. And that’s OK.

You have to be able to cover your bills and meet your own financial goals. There’s nothing wrong with that, and you don’t need to accept less just because you’re afraid one client won’t pay it. There are other clients who can and will, especially if you’re delivering value.

Pro tip: Build your writing rate around your actual business costs—don’t just pull a number out of the sky.

3. Book Weekly CEO-You Time

You are the CEO of your business (and your life!), so think like one. Block one hour a week to step out of client work and into business dreaming mode. This is your time to plan for your future. No reschedules. No exceptions.

Use this time to review your client roster. Are you working on projects you enjoy? If not, how could you shift priorities? Clean up your systems. Audit your offers. Ask yourself: What needs to evolve to make next quarter smoother?

This is where future-proofing happens. Media may change and AI may cut into some segments, but you can adapt and adjust. You can evaluate your skill gaps (we all have them) and learn a new tool or sign up for a course. You can adjust the way you’re pitching, or find new ways to connect with potential clients. This is your time to plan and strategize.

4. Practice Saying “No” Without Guilt

Every “yes” to a low-value project is a “no” to the growth you could be prioritizing. Not every project is worth doing. Not every client is worth having. Create space on purpose. The best clients won’t find you buried under busy work.

When you’re on a hamster wheel going from one panicked month to the next, it’s tempting to grab any low-pay offer that comes along. We’ve all done it! But there comes a time to put your own goals and financial security first.

Start with one polite, firm no per week. See what opens up.

5. Remember: You Are the Asset

Clients aren’t “gifting” you projects. You’re not doing them a favor. You are delivering expertise, results, and leverage. Own that. If you need to upskill to earn higher rates, you can do that! You’re delivering a service they need, and if you’re reliable and competent they should appreciate working with you.

Write this on a Post-it note. Tattoo it on your frontal lobe. Whatever it takes to anchor this truth: You are a good investment.

It’s not about working harder. It’s about thinking sharper.

You can be a strategic freelancer, not a scared one. Abundant, not reactive. That’s how you stop thinking like a broke freelancer—and start running a business that helps you builds the life you actually want.

The 7 Days to Freelancing course is now free! Sign up and get a jumpstart on finding your niche and polishing your portfolio.